Winning accountancy clients is often seen as hard by accountants. This is because too often we think we need to sell to win clients for our accountancy firm. Actually, the very best salespeople don’t sell. What they actually do is help people buy. It may sound...

Twitter Follow LinkedIn Follow In this article I consider add-on pricing (as well as more general pricing strategies) and its merits for accountancy practices. We arrived, hot and sticky, after an 8 hour journey. Our first action was to refresh and quickly change. The...

Twitter Follow LinkedIn Follow How many accountants (and other professionals!) have you heard say “if only we were better at converting leads that come our way”? Maybe you’ve said it yourself, maybe you hear it when networking with your peers....

Twitter Follow LinkedIn Follow The way people buy accountancy services has changed, and continues to evolve. Be honest, you know buyer behaviour has changed; but has your behaviour changed? Do your marketing priorities reflect changes in the way your prospects look...

Twitter Follow LinkedIn Follow How to win more audit work by following the 7 lessons learnt by an auditor who generated £100k of business from 3 blog posts and 3 newsletters. How to win more audit work I’ve just got off the phone to a very happy client, who is...